*REPEAT SESSION
Whether you’re seeking a better price with a vendor for your company, hoping to solve a conflict in the office, or asking for a promotion, negotiation will likely be an integral part of your job throughout your career. But being a successful negotiator requires a principled approach that integrates the idea of tactical empathy: the skill of acknowledging others’ emotions while still pursuing your own objectives and goals. In this session, you’ll learn what the concept of “principled negotiation” is and how to use tactical empathy to arrive at more mutually beneficial solutions.
Specifically, you’ll learn how to:
- Integrate principled negotiation techniques, including trust-building, fairness, best alternatives to negotiated agreements (BATNAs), and zones of proximal agreements (ZOPAs)
- Use tactical empathy as a strategy by labeling emotions, mirroring and matching, and asking calibrated questions
- Apply these techniques to resolve conflict, receive fair deals from vendors, and negotiate promotions, raises, and workload.
